As a result, our proposals increasingly require more specialists, more knowledge, more innovations. It’s common for a creative proposal to require hours from Sales, but also from Pre-sales, Operations, Consultants, Project Managers, Support, Engineering, Finance, Legal… Sometimes we don’t realize it, but in every proposal we present to our potential Client, there’s a wealth of knowledge contributed by all these people. Maybe not in this particular proposal, but at some point they participated in other projects, leaving their mark and experience in a sort of “jurisprudence” on how to proceed with future similar cases.
Additionally, our Clients don’t analyze us separately, as if we were a set of divisible gears. If an invoice is incorrectly prepared, our Clients will complain to the entire company, not just to billing. And their comments in the market will be directed at the entire company as well.
Now, what do we call a Commercial Ecosystem? And why is it necessary? For the reasons mentioned earlier, the participation of each area is increasingly comprehensive in terms of understanding the Client’s needs. For years we have been talking about “teamwork” and multidisciplinarity, but the current complexity goes even further. In many countries, transdisciplinary concepts are already being adopted in complex areas. This means that “teamwork” requires a team that is trained and has concrete knowledge of the commercial process, because otherwise, we would approach proposals and offers to the Client under a veil of “closed knowledge spaces negotiating an acceptable solution.”
The Commercial Ecosystem thrives on the skills and knowledge of each discipline, but unifies them in the Commercial Process, so that everyone works not only together but also understands the capabilities, possibilities, and limitations of the rest. The Commercial Ecosystem is key to obtaining quality proposals that are competitive. Not everyone has to specialize in everything, but everyone needs to understand the contribution of the rest.
If you want to learn more about the Commercial Ecosystem, contact us and we will gladly expand on our concepts.
